Client Profile– Client B & C – Medical Services company & Fabless Semiconductor Company
Engagement — Global WAN RFP
Situation – Client utilized incumbent US-based WAN provider on four year old contract terms. Global telecom architecture included four providers, not including local loop. Client satisfied with $4.1M annual spend, instead favoring improved bandwidth and desiring managed network services.
Our Activities Included —
Benchmarked and identified global WAN Gartner Magic Quadrant leaders. Recommended variety of bidders due to multiple considerations critical to client goals.
Evaluated 14 different suppliers, ranging from local regional, to full global WAN providers.
Created and drove client’s WAN architecture and strategy, including CIO review and approval.
Identified Red/Yellow/Green site location consumption model to phase in increase bandwidth services to most critical sites.
Drafted RFP, and drove ‘go-to market’ effort, including bidder onsite presentations, evaluations, and eventually a cut-down list of finalists.
Moved from regional VPLS and MPLS provider solutions, to a single global WAN MPLS & DIA solution integrated across all 97 client site locations, including multiple routing design redundancy,
Brought & leveraged executive relationships across AT&T, BT, GCX, Orange, Tata Communications, KDDI, China Telecom, enabling access to markets and benchmarked commercial terms.
Provided both client and supplier legal guidance to rapidly close mutually valuable contractual terms, including annual re-rates when pricing deemed not market competitive.
Challenge – IT organization sought to secure regional contribution to global WAN consolidation effort. Telecom network stability and integration was critical to reducing routine ‘P-level’ outages.
Results – $3.7M cost savings delivered on $7.7M spend. 32% reduction returned from existing $11.4M baseline. Secured truly global single WAN provider footprint across client’s 97 site locations, increasing bandwidth and moved client into opex model via network managed services solution.